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About the Book

Filling Needs: The Psychology of Human-Centered Selling in a Digital Age is a practical, psychology-informed guide to what actually works in sales today—especially when dealing in person and in real-world conversations.

Written in a sharp, direct voice, the book challenges sales myths and offers a grounded, client-centered framework for building long-term trust and credibility. It is for anyone—team leads, business owners, service professionals, or frontline staff—navigating the growing disconnect between human buyers and digital-first sales environments.

AI and automation have transformed how people shop, but have not changed why people buy. Critical sales still hinge on building rapport and trust, emotions, and the seller’s ability to engage with the buyer as an individual—not a persona, not a lead, not a segment. A person.

In an age where customers are told to self-serve, chat with bots, or download the app, the need for a skilled human to fill a need—especially when it’s complex, high-stakes, or personal—is greater than ever.

This book is about how to do that well.

Drawing from over 25 years of in-the-trenches experience—ranging from agricultural supply and commercial greenhouses to retail flower shop, prototype design studio, and civil mediation practice— Forrest offers tools for listening deeply, qualifying buyers honestly, handling objections without defensiveness, and managing expectations before they turn into costly misunderstandings.

The book isn’t prescriptive. It’s observant. It’s not about hacks or formulas—it is about paying attention, listening and staying curious about the buyer. You will find a flexible set of field-tested strategies that help you better understand your buyer’s context, their motivations, and what is actually in their mind’s eye—and not assume what they think, want, or can afford.

Not for the close-at-all-costs crowd. Not for those trying to game their way to a yes. For professionals who want to do the work. Build trust. Listen better. Guide smarter. Sell with integrity.

Importantly, this book does not pretend that conflict can be eliminated. Instead, it gives readers tools to prevent minor tensions from escalating into full-blown disputes—through expectation management, early clarification, and clear agreements. It draws on conflict resolution principles that work just as well at the point of sale as they do in mediation rooms.

Spanning 15 focused chapters, Filling Needs integrates principles of psychology, client care, and plainspoken communication. Each chapter includes real-world examples, takeaways, and techniques that readers can use immediately—regardless of what they sell.

At its core, the book makes one claim: good sales is not about closing. It’s about understanding the need AND filling it.

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A sharp, grounded guide to relationship-based selling in a digital age—designed for professionals who want more than scripts and pressure tactics.

If your catalog includes titles on behavioural science, leadership, entrepreneurship, or communication—this belongs beside them. It bridges the practical and the psychological with a voice that’s equal parts experienced and unfiltered.

Request the full proposal, including:

1. Narrative Summary
2. Annotated Chapter Outline
3. Target Audience
4. Market Analysis
5. Author Platform
6. Marketing Plan
7. Sample Chapters
8. Companion Tools
   • Assessment Quiz
   • Client Care Consultant

📩 To receive the complete package, email kforrest [at] needtoclose.com or fill out form below.